Consumer Behavior

Research has shown that subtle health claims used by food marketers influence pre-intake expectations, but no study has examined how they influence individuals' post-consumption experience of satiety after a complete meal and how this varies according to the value placed on food taste. In two experiments, we assess how labeling a pasta salad as "healthy" or "hearty" influences self-reported satiety, consumption volume, and subsequent consumption of another food.

This chapter provides a critical review of the emerging field of consumer experience and experiential marketing.

Previous research finds that consumers classify in-group (but not out-group) members as integral to their social-self. The present research is the first to propose and find that consumers also classify owned (but not unowned) objects as integral to their personal-self (Experiment 1).

While customer management has become a top priority for practitioners and academics, little is known about how managers actually make customer management decisions. Our study addresses this gap and uses the adaptive decision maker as well as the fast and frugal heuristics frameworks to gain a better understanding of managerial decision making. Using the process-tracing tool MouselabWEB, we presented sales managers in retail banking with three typical customer management prediction tasks.

The SEC is currently considering a rulemaking petition requesting that the Commission shorten the ten-day window, established by Section 13(d) of the Williams Act, within which investors must publicly disclose purchases of a 5% or greater stake in public companies. In this Article, we provide the first systematic empirical evidence on these disclosures and find that several of the petition's factual premises are not consistent with the evidence.

Substantial evidence suggests that discount factors vary significantly between individuals and that this variation exists between members of the same household. This paper introduces a model of consumption and savings in which household members discount the utility from their future consumption at different rates. Each period household members bargain efficiently over their consumption and saving choices.

As noted by Samuelson in his introduction of the Strong Independence axiom, essentially the same set of axioms rationalize an Expected Utility representation of preferences over lotteries with (i) a scalar payoff such as money and (ii) vector payoffs such as quantities of different commodities. Assume a two-good setting, where an individual's preferences satisfy the Strong Independence axiom for lotteries paying off quantities of each good separately.

Studies of social judgment found that the way bicultural individuals respond to cultural cues depends on their cultural identity structure. Biculturals differ in the degree to which they represent their two cultural identities as integrated (vs. nonintegrated), which is assessed as high (vs. low) bicultural identity integration (BII), respectively. High BII individuals assimilate to cultural cues, yet low BII individuals contrast to these cues. The current studies reveal that this dynamic extends to consumer behavior and elucidate the underlying psychological mechanism.

We empirically study the motivations of users to contribute content to social media in the context of the popular microblogging site Twitter. We focus on non-commercial users who do not benefit financially from their contributions. Previous literature suggests two main possible sources of motivation to post content for these users: intrinsic motivation and image-related motivation. We leverage the fact that these two types of motivation give rise to different predictions as to whether users should increase their contributions when their number of followers (audience size) increases.